Ben Ratcliff Email & Phone Number

San Francisco, California, Us

San Diego, California, Us

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Austin, Texas, Us

I lead the Opower Solutions Consulting team within Oracle Utilities. My team supports all aspects of the Opower Sales machine including pursuit qualification, sales content, collateral, and pitch support, value-based business modeling, outcome-focused storytelling, tailored customer journeys with excellent demo, competitive proposals, and negotiations. My team is the customer-facing team that wins new business and renews existing business.In addition to leading this strong team, I sit on the Opower management team where my responsibilities include: deal-specific pricing approvals and price to win strategy, product pricing, facilitating complex operational or deal-specific challenges, and input to overall product line direction/strategy.Recent accomplishments include:—scaled the team up tripling the team size in 2 months with 100% retention over a 2 year period-secured highly competitive and strategic win growing specific customer solution breadth and revenue by 300%; now a highly referenceable customer—achieved first-year sales goal of 150%

Austin, Texas, Us

Post-Opower acquisition, led various teams responsible for solution selling Customer Solutions technologies (picking up CC&B, MDM, and continuing to lead Opower teams), Oracle Consulting Services, and provided overall leadership for Oracle Utilities global proposal management function. (Team size ~20 resources).Accomplishments included:* Integration of CC&B/MDM and Opower focused SC teams* Rationalization of Consulting Services sales support function* Established operational excellence organizing strategic deal pursuits across customer buyers/solutions

Arlington, Va, Us

Provide industry expertise to accelerate the sales cycle. With a mastery of utility customer engagement and the Opower solutions, support joint program design with clients, business case development, deal positioning, and development of opportunity-specific collateral and insights. Focus on improving the efficiency of the sales process through the management of complex activities and identification and sharing of best practices. Facilitate workshops to identify client business needs in support of business case development and program design; Develop opportunity-specific business cases; Guide deal “marketing” and provide RFI/RFP input; Prepare presentation materials for key client meetings; Provide input on deal-specific pricing strategy; Lead selected proposals/responses; Project manages complex sales activities; and Orchestrate major sales meetings.Accomplishments include:- First Strategic Sales hire - lead pursuit to sign first large-scale enterprise which established Opower beyond a Behavioral Energy Efficiency provider to a full-scale Customer Engagement Platform - 5 year $75M TCV SaaS- Scaled Strategic Sales Team into 6 FTE Solutions Consulting team, responsible for driving large scale pursuits across the Americas- Replicating the model established in the first pursuit, the team secured additional enterprise deals totaling north of $300M TCV, with the largest single deal worth $150M over 5 years.Opower's technology is transforming the way utilities relate to their customers. By combining data management, insightful analytics, and behavioral science, Opower's customer engagement platform positions utilities as trusted energy advisors to the customers they serve.

Dublin 2, Ie

Management Consultant for Accenture exclusively in the electric utility industry for the past 10 years. Though consulting engagements have varied in both size and scope, all projects have focused on solving critical business issues. Recognized thought leader and expert for Demand Side Management capabilities within the Electric Utility industry.Provided strategic consulting services to a variety of utility clients over the past 10 years - a representative description of management consulting experience follows:

Dublin 2, Ie

Lead a strategic software alliance partnership. Responsibilities include joint-partnerships, go-to market strategy, opportunity qualification, and sales pursuits.

Dublin 2, Ie

ComEd is embarking on a 10-year Advanced Metering Infrastructure (AMI) roll-out in their service territory. As required by law, ComEd is including a Peak Time Savings demand response element for customers who have their meter technology upgraded. In addition, ComEd has requested to conduct a 1-year controlled experiment testing 3 types of direct load control technology in conjunction with the PTS program in the summer of 2015. Key responsibilities include:served as the program manager over both projects. • Crafted Chapter 3 of the ComEd AMI Plan filed with Illinois Commerce Commission that outlines customer features enabled by Smart Grid technology• Oversaw the development of regulatory language and testimony in support of the Peak Time Savings solution and Direct Load Control demand response pilot program• Defined the overall Peak Time Savings customer experience and technical solution, which is currently in the Design Phase• Developed enrollment and education marketing materials and facilitated market research• Performed an assessment of beyond-the-meter ‘Customer Touch Technologies’ which included a market assessment of over 10 categories of technology, including web presentment, in-home devices, and bundled solutions

Dublin 2, Ie

The Management Advisory Committee is a committee that operates within Accenture’s North American Resource Operating Group. The committee consists of approximately 30 people selected by Senior Managing Directors to guide the operating group’s people initiatives and be the voice to the senior executive leadership team. The committee consists of 3 groups, one for each of the industries served by Resources. Mr. Ratcliff has served as the Utility Industry lead since 2009. Key responsibilities include:• Manage a team of 8 resources who define, promote, and track people engagement programs within the Accenture NA Utilities practice• Report to Accenture NA Utilities lead on engagement and the results of programs executed• Be the voice of non-Managing Director practitioners to the Managing Director leadership team• Facilitate a bi-monthly all hands video produced meeting for North American Utilities leadership team to engage full team of practitioners

Dublin 2, Ie

Northeast Utilities (NU), in an effort to improve the experience of its customers, intended to procure a Customer Engagement Platform (CEP) that will provide information to educate its consumers on energy efficiency as well as provide tools and program information to enable customers to increase their energy efficiency. As NU provides service across three regulatory bodies, it was important to be able to articulate the business need for the platform and clearly communicate it’s strategy to interested stakeholders. Mr. Ratcliff served as the overall Strategist and Program Manager. Key responsibilities included: • Evaluated NU’s requirements for the CEP the process by which NU would use to source software from competing solutions• Developed qualitative and quantitative business case model which defined the costs and benefits of a CEP• Created an Executive Stakeholder Communication package which clearly articulated the supporting case for implementation of a CEP

Dublin 2, Ie

ComEd launched an initiative to better understand their customer base today and forecast how consumer values, needs and behaviors will change over the next decade as the demographics, technology and market conditions evolve. This includes identifying actionable customer segments and forecasting propensity to adopt specific technologies. The program will also establish how different customer groups use and think about energy and identify preferences for interaction-while projecting how cost to serve elements may be impacted for the utility in the short and long term.Mr. Ratcliff served as the program manager and lead a team of strategy consultants to analyze the market and prepare a 300+ page report on ComEd’s changing customer.

Dublin 2, Ie

San Diego Gas & Electric is implementing a Dynamic Peak Pricing strategic initiative to move customers off of traditional rates to more dynamic pricing options enabled by their recent Smart meter roll out. In order to manage the enrollment, eligibility, and marketing and outreach, they must implement a CRM system. Key responsibilities included:• Responsible for contract and financial management of the multi-million dollar SAP program• Served as the functional solution architect defining requirements and high-level design• Lead a team of 8 SAP functional experts• Integrated with Executive Steering committee on a weekly basis

Dublin 2, Ie

Program Manager for Dynamic Pricing and in-home Technology pilot in the Chicagoland area.The ComEd Smart Meter Customer Applications Pilot (CAP) is the first randomized controlled field trial in the nation that assesses the effects of default (opt-out) dynamic pricing on customer adoption, as well as on energy efficiency, demand response, and load shifting behaviors. 8,522 customers were randomly assigned to 27 treatments involving different rates, enabling technology, customer education, and bill protection.The pilot is currently underway through May 2011, with intensive data collection to confirm consumer behaviors associated with time sensitive pricing. Managed a team of 10 core team and 8 vendor delivered products / services. Oversaw a $12.6M budget managing under by $1.0M.Major milestones achieved:• Enrolled ~8,500 people on 27 combinations of rate and technology with very low Opt Out rates to date • Upgrade of current CIS to manage 5 additional dynamic pricing rate structures• Deployment of 3.0 OPOWER Smart Grid enhanced web with ComEd custom features• Installation of three different types of enabling in-home technology.• Delivered 6 different pricing structures to respective in-home technologies including hourly pricing – one of the first utilities to achieve.

Dublin 2, Ie

- Managed MS work plan (20k days), scope, issues, risks, change requests, budget, resources, and configuration management for multiple projects including teams of more than 20 resources and budgets above $20MM.- Owned and managed $100MM+ business case for transformational program with a $20MM 10-Yr NPV.- Defined Accenture’s point of view for Electric System Operations and helped to design Smart Grid offerings.- Defined 5 year strategy for Outage & Restoration Systems- Requirements & Development lead for SmartMeter – Outage integration - Coordinated Bidding and Forecasting simulation for MRTU project - Designed a comprehensive workflow for electric control center operations- Design lead for redesign of new systems for regulatory outage reporting requirements for all sustained outages.- Participated in development of multiple winning client proposals in response to Request for Proposals (RFP).

Dublin 2, Ie

Credit Management Solution, Market Trials/Simulation Coordinator Coordinated market simulation activities for launch of MISO Market

Des Moines, Iowa, Us